Topic

recruitment

A collection of 86 issues

Quick Success Essential

Demo’d to a guy at global express parcel carrier, TNT, the other day. He hailed from the genre known in my youth as ‘Sales Ops’, and did indeed seem to have a good grasp on what his immediate issues were with the 400 or so people around the sales

Cross-Dressing Destruction

Had a cheeky drink the other night with a few boys from one of the world’s largest solution sell organisations (IBM no less), and heard an outrageous story about how one of their number once achieved promotion, a decade or so earlier at a previous, also large, firm. The

What Type of Questions, though?

It is the perennial mystery for sales managers – how come there are so few good reps around? In any profession, there are the top performers, a few percent that stand out. Then at the bottom, are those who you wonder why they ever got into this game, about to be

Make "Informed Decision"

My boiler room guys are progressing nicely in London. They’ve been getting a decent number of pitches out there to gain meetings with companies in our sweet spot. A couple of times though, with a pitch only half-delivered, literally a nano-second into it, some people have simply said they’

Ask for the order, please

I’ve been doing loads of interviews over the past ten days or so. And it’s really starting to do my head in. Spending a good while on the phone with potential candidates is a winner, yet even when they sound fairly good, it can all fall to pieces

Glass Must Be Half-Full

I was at a sales meeting of a company with 21 reps the other day. There’s a legacy battle going on there, as historically many of the reps were actually Agents. That is, non-salaried employees, paid on a commission-only basis for their specific, exclusive territory. Now, you’d think